Vice President & General Manager

Job Description

Job Description

Rancho Cordova / Sacramento, CA metro

Reports to: Division President or CEO
Travel: Throughout the United States

The VP/GM is the senior operating executive responsible for leadership, financial performance, growth, operational execution, and strategic direction of the subsidiary. Reporting to a Division President or the CEO, this role has direct accountability for P&L, business development and capture, contract and project execution, organizational effectiveness, customer relationships, talent, and compliance.

The VP/GM will run a disciplined, growth-oriented federal contracting business and deliver sustainable revenue, EBITDA, cash flow, backlog, and pipeline growth while holding a high standard for safety, quality, compliance, ethics, and customer service.

This is a hands-on executive role. The successful candidate must evaluate markets, build and execute the plan, manage complex federal contracts and programs, develop high-performing teams, correct underperforming operations, and create a culture of accountability, urgency, collaboration, and continuous improvement. Substantial independent judgment, ownership of results, and the ability to anticipate problems in a deadline-driven federal environment are required.

Essential Duties

Executive Leadership and General Management

• Lead the subsidiary’s operating activities and set clear priorities, expectations, and accountability.
• Develop and execute the annual operating plan and longer-term strategy.
• Translate enterprise strategy into measurable goals for revenue, profitability, EBITDA, cash, backlog, pipeline, operations, safety, quality, and talent.
• Run a regular operating cadence: business reviews, project reviews, pipeline and capture reviews, forecasts, cash/working-capital reviews, and personnel discussions.
• Identify underperforming contracts, projects, customers, markets, or functions and put corrective action in place quickly.
• Build a high-performance culture of accountability, transparency, collaboration, and results.

P&L and Financial Management

• Own the full P&L.
• Develop and manage budgets, forecasts, operating plans, capital needs, and investment priorities.
• Hit or exceed targets for revenue, EBITDA, operating income, cash flow, and backlog.
• Maintain accurate forecasts for revenue, gross margin, EBITDA, project profitability, utilization, indirect costs, and cash.
• Monitor cost-to-complete, EACs, margin, labor utilization, overhead, and G&A.
• Identify margin erosion and financial risk early and correct it before it becomes material.
• Drive AR, unbilled, billing cycles, collections, working capital, and cash conversion.
• Keep the cost structure competitive without compromising safety, quality, compliance, or growth.

Business Development, Capture, and Growth

• Own the growth strategy and work with BD, capture, pricing, and proposal resources to build a qualified pipeline.
• Identify priority agencies, customers, contract vehicles, markets, and adjacent capabilities.
• Maintain executive relationships with customers, contracting officers, program managers, primes, subcontractors, and partners.
• Participate in customer engagement, opportunity qualification, capture strategy, bid/no-bid, teaming, proposal reviews, pricing, negotiations, and transitions.
• Run disciplined pipeline management with owners, milestones, pWin, and accountability.
• Balance new revenue with profitability, execution risk, capital needs, contract terms, customer concentration, and strategic fit.

Contract and Project Performance

• Provide executive oversight from opportunity through award, execution, closeout, and follow-up.
• Ensure work is properly staffed, scheduled, budgeted, and supported.
• Run project reviews covering revenue, margin, schedule, EAC, cash, billing, safety, quality, staffing, contract requirements, customer satisfaction, and risk.
• Hold project managers accountable for scope, financials, schedule, deliverables, and compliance.
• Step in quickly on troubled projects and drive recovery plans.
• Stay close to change orders, claims, REAs, disputes, subcontractor issues, and other material matters.

Federal Contracting and Compliance

• Maintain compliance with federal contracting requirements, company policy, and contractual obligations.
• Working knowledge of FAR, DFARS, SBA rules, 8(a) where applicable, Davis-Bacon, Service Contract Act, and government cost accounting.
• Partner with Legal, Contracts, Compliance, Finance, Risk, HR, Procurement, IT, and Safety.
• Ensure controls around subcontracting, purchasing, contract admin, timekeeping, cost allocation, billing, change management, records, cybersecurity, and clearances.
• Keep the business ready for customer reviews, audits, DCAA or agency inquiries, SBA reviews, and internal assessments.
• Immediately elevate significant contractual, compliance, legal, safety, financial, cybersecurity, reputational, or operational risk.

Organizational Leadership and Talent

• Build and develop a leadership team that can run current work and support growth.
• Evaluate structure, spans of control, staffing, and functional ownership.
• Recruit and retain strong operational, technical, program, BD, and leadership talent.
• Set objectives, review performance, and hold leaders accountable.
• Build succession plans for critical roles and create development paths.

Customer and Stakeholder Management

• Serve as a senior representative with federal agencies, customers, partners, and industry.
• Stay close to customer satisfaction and future requirements.
• Personally engage when significant customer, contract, or performance issues arise.
• Keep the Division President, CEO, and relevant leaders informed on performance, pipeline, people, risk, and opportunity.

Strategic Planning

• Evaluate the portfolio of contracts, capabilities, customers, locations, and markets. Decide where to invest, grow, maintain, restructure, or exit.
• Improve speed, competitiveness, cost structure, responsiveness, and profitability.
• Assess adjacent federal markets, new capabilities, acquisitions, JVs, partnerships, and new vehicles.
• Lead change and challenge processes that do not create value.

Key Performance Expectations

Revenue and operating-plan achievement; EBITDA and operating profit; gross margin and project profitability; cash and working capital; AR and unbilled; backlog quality; qualified pipeline; proposal volume, win rate, and pWin; new customer and agency penetration; EAC accuracy and reduced margin fade; on-time/on-budget delivery; customer satisfaction and past performance; safety and quality; compliance and audit results; utilization and productivity; indirect/G&A discipline; retention, development, and succession.

Minimum Qualifications

• Bachelor’s degree in Business, Finance, Engineering, Construction Management, Program Management, or related field. Significant executive experience may be considered in lieu of a degree.
• 10+ years of progressive leadership in federal contracting, government services, construction, technical services, professional services, or a related industry.
• Direct P&L ownership: revenue, profitability, budgets, forecasting, cash flow, and operations.
• Senior leadership of complex organizations, multiple contracts/programs, business lines, locations, or operating units.
• Substantial federal contracting experience and working knowledge of the federal acquisition environment.
• Demonstrated BD, capture, proposal, customer engagement, transition, and program execution experience.
• Strong project financial management, including revenue recognition, gross margin, EACs, cost-to-complete, utilization, indirect, billing, and collections.
• Proven ability to lead change, improve underperforming operations, develop talent, and establish accountability.
• Strong executive written, verbal, presentation, negotiation, and interpersonal skills.
• Ability and willingness to travel throughout the United States.

Preferred Qualifications

• MBA or other relevant advanced degree.
• 15+ years of federal contracting and executive leadership experience.
• Prior President, General Manager, COO, Division Executive, Business Unit Leader, or equivalent P&L role.
• Experience in government services, technology, construction, environmental, logistics, facilities, or professional services.
• Experience with SBA 8(a), ANC, tribal, entity-owned, joint venture, or mentor-protégé structures.
• Experience with federal agencies relevant to the company’s current and target markets.
• Ability to obtain and maintain U.S. government security clearances as required.
• Active participation in relevant industry associations (SAME, PSC, NDIA, AGC, or similar).

\nCompany Description

National company growing very fast. Est. Revenue 550 m

Company Description

National company growing very fast. Est. Revenue 550 m